6mm Wire Rope with 1.5 Ton Tensile Strength
FEATURES
Built-In Downward Pull System
Dedicated Seal Channel
Extra Wide Base
Fast Height Adjustments
Perfect For PDR and Dent Pulling
Pulls Over 750lbs
Refined Pulling Control
Replaceable Leveling Pads
SPECIFICATIONS
Height 4’
Base Width 14.5”
Base Length 23.6”
Pulling Force (Up to 4’) Over 750lbs
973-348-9490
Adjustable Pulling Height
Glueless Seal Channel for Easy Replacement
Base View (Underneath)
INFINITI Certified collision shops can now earn significant rebates on Genuine INFINITI Parts* when they increase their share of OEM parts on repair estimates and submit the entire estimate through OPS ValuTrax™. Rebates are based on achieving each level of OEM parts share shown below:
INFINITI Certified collision shops can now earn significant rebate on Genuine INFINITI Parts* when they increase their share of OEM parts on repair estimates and submit the entire estimate through OPS ValuTrax™. Rebates are based on achieving each leve of OEM parts share as seen below:
• 65-75% = Shop earns 5% Rebate on each dollar from 65-74.99%
• 65-75% = Shop earns 5% Rebate on each dollar from 65-74.99%
• 75-85% = Shop earns 10% Rebate on each dollar from 75-84.99%
• 75-85% = Shop earns 10% Rebate on each dollar from 75-84.99%
• 85% + = Shop earns 20% Rebate on each dollar remaining on that parts order
• 85%+ = Shop earns 20% Rebate on each dollar remaining on that parts order
• INFINITI Certified Collison shops earn an additional 1% for each dollar over 50% OEM share
• INFINITI Certified Collision shops earn an additional 1% for each dollar over 50% OEM share
• Use RepairLogic™ and earn an additional 1% for each dollar over 50% OEM share**
• Use RepairLogic™ and earn an additional 1% for each dollar over 50% OEM share**
P.O. Box 734 Neptune, NJ 07753
EXECUTIVE DIRECTOR
Charles Bryant 732-922-8909 / setlit4u@msn.com
2021 - 2023 OFFICERS
PRESIDENT
Jerry McNee, Ultimate Collision Repair, Inc. 732-494-1900 / ultimatecollision@att.net
COLLISION CHAIRMAN
Dennis Cataldo, Jr., D&M Auto Body 732-251-4313 / jr@dnmautobody.com
MECHANICAL CHAIRMAN
Keith Krehel, Krehel Automotive Repair, Inc. 973-546-2828 / krehelauto@aol.com
TREASURER
Tom Elder, Compact Kars, Inc. 609-259-6373 / compactkars@aol.com
SECRETARY
Thomas Greco, Thomas Greco Publishing, Inc. 973-667-6922 / thomas@grecopublishing.com
BOARD
Brad Crawford, Livingston Collision, Inc. 973-992-5274 / livingston.collision@gmail.com
Gary Gardella, Jr., County Line Auto Body 732-363-5904 / countylineautobody@gmail.com
Dave Laganella, Peters Body and Fender 201-337-1200 / petersbandf@gmail.com
Sam Mikhail, Prestige Auto Body 908-294-1985 /prestige@goldcar.us
Ken Miller, 821 Collision, LLC (973) 949-3733 / kmiller@821collision.com
Danielle Molina, Perfect Bodies Collision Center (973) 777-7881 / Danielle@PerfectBodiesCollision.com
Ted Rainer, Ocean Bay Auto Body 732-899-7900 / ted@oceanbayautobody.com
Anthony Trama, Bloomfield Auto Body 973-748-2608 / anthony@bloomfieldautobody.com
BOARD ALLIED
Joe Amato, The Amato Agency 732-530-6740 / joesr@amatoagency.com
Mike Kaufmann, Advantage Dealer Services 973-332-7014 / mkaufmann@advantageds.com
PAST PRESIDENT ATTENDING
Jeff McDowell, Leslie’s Auto Body 732-738-1948 / chacki@aol.com
16
18
PRESIDENT/PUBLISHER
Thomas Greco / thomas@grecopublishing.com
VICE PRESIDENT/SALES DIRECTOR
Alicia Figurelli / alicia@grecopublishing.com
EDITORIAL/CREATIVE COORDINATOR
Alana Quartuccio / alana@grecopublishing.com
MANAGING EDITOR
Chasidy Rae Sisk / chasidy@grecopublishing.com
OFFICE MANAGER
Donna Greco / donna@grecopublishing.com
PRODUCTION COORDINATOR
Joe
/ joe@grecopublishing.com CONTRIBUTING
Joe Amato, Sr.
Ron Ananian
Jim Bowers
Charles Bryant
Don Chard
Guy Citro
Pete Cook
Ed Day
Dave Demarest
Phil Dolcemascolo
Tom Elder
Bob Everett
Alicia Figurelli
Thomas Greco
Dan Hawtin
Rich Johnson
Mike Kaufmann
Wes Kearney
Nick Kostakis
Jim Kowalak
Keith Krehel
Joe Lubrano
Michael Lovullo
Jeff McDowell
Sam Mikhail
Ron Mucklow
George Petrask
Russ Robson
Jerry Russomano
George Threlfall
Cynthia Tursi
Lee Vetland
Paul Vigilant
Rich Weber
Brian Vesley
Glenn Villacari
Stan Wilson
• Our expert parts staff is ready to serve you with over $500,000 in inventory and a fleet of trucks to help ensure same-day delivery on most orders
• We respect your time, and offer a quick and accurate order process to help meet your needs
• Proudly serving the Tri-State area with Audi Genuine Parts since 1970
• Same-day delivery on stocked items, next-day availability on most non-stocked items
TownAudi
400 South Dean Street Englewood, NJ 07631
Parts Direct: 888.779.6792
Fax: 201.541.0314 Email: audiparts@townmotors.com
Hours: Monday-Friday7am-7pm Saturday: 8am-5pm
With our comprehensive inventory of Porsche Genuine Parts & Service, you will guarantee your customer optimal safety and reliability and ensure their Porsche remains what it is: an original.
Maintain Originality.
Town Porsche 105 Grand Avenue Englewood, NJ 07631
201-227-6505
town-motorcar.porschedealer.com
Over the past year or so, I started joining those food groups on Facebook. You know the ones I’m talking about. “Best Pizza Joints in New Jersey” or “Best Burger Joints in New Jersey” or “Best (fill in the blank) Joints in New Jersey.” And I admit it. I have fallen into the trap of posting photos only to have 100,000 Facebook experts tell me how dumb I am. Well, you know what? Screw them. I originated those types of lists in this very column way before Mark Zuckerberg was ever a twitch in his dad’s cojones.
So, now I’m going to bring one back. I am going to list my 10 favorite hot dog places right here in Jersey. Now, the key word in that description is “my.” I’m not saying they are the best or the greatest. I am just saying they are MY favorite places. Take it for what it is worth and try them yourself. Agree or disagree? Let us know and I will list “YOUR” faves in an upcoming column. Even though, of course, I’m right. LOL!
by THOMAS GRECO, PUBLISHER
10) Max’s Bar & Grill, Long Branch
I remember going to Max’s about 30 years ago and enjoying it very much. The atmosphere was like going back in time to the ’50s, with a huge counter where you sat and ate like the old Woolworths stores. I ventured back there a few months ago and boy, had it changed. It’s now a bar with live performers and extremely loud music. But I wasn’t there for the decor; I was there for the dogcor. And thankfully, the dogs are still very good. Foot-long, cooked to a snap on a flat grill. My favorite thing about Max’s is the many choices of fries. Go with the steak fries!
9) Hiram’s, Fort Lee
I know people live and die by Hiram’s, but I just don’t see it. I found the dog to be tasty but generic. Nice old school atmosphere, worth a once-a-year visit.
continued on pg. 40
Between all the certifications, training experience and hands-on technical experience as a technician, painter, mechanic, estimator, production manager, shop manager and owner, I feel like I have 28 Ph.D.’s in the automotive industry – I have a pretty firm grasp of what I’m doing. But when it comes to the insurance companies and their tactics, the game has changed and continues to change constantly.
The problem we’re faced with is dealing with insurance company appraisers who are writing estimates from a kindergarten level…or even less. We’re the professionals who know how today’s complex vehicles need to be repaired to ensure that they’re safe to return to the road, yet we’re stuck contending with individuals whose comprehension of the subject matter at hand ranks on par with that of a toddler. And that’s who is making determinations about how vehicles should be repaired –or at least who is deciding what they’re paying for or not paying for. It’s pathetic, but it’s the new norm.
At the end of the day, it’s your business, and YOU are the one who actually determines how the vehicle gets repaired, regardless of what the insurer agrees to pay on the claim. But some shops just roll over because this job is already hard enough, and they just don’t have the patience to deal with these carriers who aren’t making life any easier.
I understand the appraiser has a job to do, and they collect a paycheck from the insurance company that employs them, so they’re going to do whatever their employer tells them to do. Little do they realize that if they have any talent, they could find a job anywhere in this field because we’re all struggling to find help. But they’re focused on the job they have, on the paycheck they know they can rely on. And they’re willing to do whatever is necessary to keep that stability because these guys and women have a mortgage, car payments and need to support their families. So, they keep on doing what they’re told, but is that always the right thing for the consumer?
These appraisers say it’s above their paygrade, but really, it’s above their knowledge. They’re coloring with crayons. While talking to one insurance appraiser, I got frustrated when his response to every question I asked was a shrug or his insistence that “I can’t answer that.” Meanwhile, he used to be a shop owner, but now, he’s on the other side of the fence, doing the same thing to shops that drove his shop into the ground in the first place. He knows it’s wrong, but he does it to other shops now because he’s a father with children to support and a mortgage to pay.
by JERRY MCNEEAnother adjuster used to work for Enterprise, but when I asked if he received any training on calibrations when he was hired by the insurer five years ago, he told me that he can’t remember since it was so long ago. Yet, he denies calibrations on a repair because that’s the insurer’s position. I offered to provide documentation to verify what was needed, but he refused to accept any documentation. Well, on this particular vehicle, the insurer towed the car to a direct repair shop without any OEM, ASC or AMI training. This guy with the knowledge of a preschooler sent it to a shop that has a kindergarten education. The insurance company paid an arm and leg in storage and towing costs rather than just paying to have it repaired correctly. It makes absolutely no sense.
Insurance appraisers are incentivized with raises and bonuses to send customers’ vehicles to ill-equipped shops because they are motivated to do so. I don’t feel sorry for these guys and girls that come in with their preschooler education, ready for a nap, but it’s pathetic when an educated professional is left to deal with these preschoolers who are motivated by money to keep their KPIs in order. They have no knowledge and ask the most basic questions, “Why?” and it’s just not our job to educate the insurer’s staff. The insurance carrier should be sending their adjusters out for training so at least have the basic knowledge. It’s our job to make sure the customer’s car is repaired properly and safely.
And to do that, we have to educate ourselves. AASP/ NJ has some upcoming opportunities for Jersey shops to make sure they’ve obtained the Ph. D.’s that make them experts in our industry. Don’t miss “What’s Next? Repair Planning and Repair Logic,” taking place on September 27 at 6:30pm at Indasa USA Training Facility in Fairfield, and stay tuned to learn more about our annual meeting set to take place in October.
OUR SUCCESS IN BUSINESS COMES FROM OUR RELATIONSHIP WITH LOYAL CUSTOMERS.
With years of service and commitment to the BMW brand, we reflect on our past and look to the future, thankful for your loyalty and dedication by allowing us to serve you. We also want to extend our services to new and existing businesses who are looking for something more than just a parts supplier.
• We are part of the BMW NA delivery program that delivers to us three additional times per day
• We have a highly-trained and experienced team of BMW parts advisors
• Our team of advisors can be counted on to be knowledgeable when you need technical support
• We update our inventory daily to ensure we stock the most current items to meet your demands
• All original BMW parts carry a 2-year limited warranty
BMW of Springfield
Wholesale Parts Hotline: 800-648-0053 Wholesale Direct: 973-671-9321 Wholesale Fax: 973-467-2185 391 Route 22 East, Springfield, NJ 07081
Orders accepted by phone, fax, and email to speed your delivery and your repairs. Ask about our next-day UPS delivery. Email: wholesaleparts@bmwofspringfieldnj.com or visit us on the web: bmwofspringfieldnj.com
Join our growing list of satisfied customers. Save time, improve profits and keep your customers loyal.
* If your order is placed by 10:30am, we will confirm availability and provide you with and ETA for delivery.
THE FOUNDATION OF OUR BUSINESS SUCCESS IS YOUR LOYALTY.©️2023 BMW of North America, LLC. The BMW name, model names and logo are registered trademarks.
AASP/NJ is excited to bring back the 16th Annual Lou Scoras Memorial Golf Outing this month! The event will be held at Knob Hill Golf Club in Manalapan, NJ on September 19. It’s not too late to book your foursome today. If you’re not a golfer, a dinner-only ticket is available, which is a great way to support your association.
AASP/NJ plays a pivotal role in bringing together likeminded individuals, fostering collaboration and driving positive change in our field. As a member or supporter, actively engaging in and supporting your association is a significant way to contribute to its growth, success and impact. Supporting your association’s golf outing is not just about swinging clubs and sinking putts; it’s about fostering connections, promoting wellness and contributing to a shared sense of purpose. In today’s fast-paced world, finding meaningful opportunities to connect with others can be a challenge. Supporting this event means investing in a chance to network, exchange ideas and build lasting connections within your industry. These small conversations create the large changes that we all need to be successful. Your support of the golf outing helps us raise the funds needed to bring additional events during the year.
We are currently hard at work on our next educational event and are looking for new ideas. If there is a topic that you would like to see discussed, or if you have been successful in obtaining your goals with a new tactic,
we are always looking for new subjects to provide our membership. If we all strive to improve ourselves, we can help to improve our industry. Please let us know what you would like to see in the future. Through seminars, workshops, conferences and networking events, members gain access to valuable insights, knowledge and skillbuilding opportunities. Supporting your association’s events and programs not only contributes to your personal growth, but also encourages a culture of lifelong learning within the industry.
One way you can show support is by visiting laborratesurvey.com and taking 10 minutes to fill out the National AutoBody Research survey. It is imperative that we have accurate data for the market rate in the state of New Jersey. The only way we can move the needle is if we all start pushing in the same direction. As prices and business costs rise, it is imperative that we be fairly compensated for what we do. Supporting your association isn’t just about giving back; it’s also about actively participating. Your involvement enhances the association’s ability to create a positive impact, drive change and provide opportunities for growth and collaboration. By supporting your association, you’re not only empowering the organization but also playing a crucial role in advancing your industry, fostering professional development and contributing to a vibrant and engaged community.
Have you had a bone-chilling experience with the New Jersey Department of Banking and Insurance (DOBI)? Did their lack of concern about safe and proper repairs leave you cold with dread about how many lives could be lost on Garden State roadways? New Jersey Automotive wants to hear your horror stories! Email chasidy@grecopublishing.com to share your tale.
NEW OUTING LOCATION!
Knob Hill Country Club, Manalapan, NJ
11:30am Registration & Lunch
5:30pm Cash Bar
1pm Shotgun Start
6pm Dinner
JOIN US FOR A FUN DAY OF GOLF WHILE SUPPORTING AASP/NJ!
GOLFERS: $195/player ($780/foursome) DINNER ONLY (NO GOLF): $60 ea.
Platinum Sponsor Package: $3,500
- 1 Foursome ($700 value)
- 2 Hole Signs ($600 value)
- Your logo on pre-event promotion
- Premium size placement on event signage
- Topmost listing in NJA post-outing coverage
Gold Sponsor Package: $2,500
- 1 Hole Sign ($300 value)
- Large size listing on event signage
- Listing in NJA post-outing coverage
Silver Sponsor Package: $2,000
- 1 Hole Sign ($300 value)
- Medium size placement on event signage
- Listing in NJA post-outing coverage
Bronze Sponsor Package: $1,500
- 1 Hole Sign ($300 value)
- Small size placement on event signage
- Listing in NJA post-outing coverage
Hot Dogs at the Turn Sponsor: $2,000
- Your name/logo included on hot dog station signage
- Listing on event signage
- Listing in NJA post-outing coverage
REGISTRATION DEADLINE SEPT. 10
Lunch or Dinner Sponsor: $1,000 ea.
- Your name/logo included on signage at chosen event (lunch or dinner)
- Listing on event signage
- Listing in NJA post-outing coverage
Longest Drive Sponsor - $750
- Company name/logo on signage at contest hole
- Listing on event signage
- Listing in NJA post-outing coverage
Closest to the Pin Sponsor - $750
- Company name/logo on signage at contest hole
- Listing on event signage
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Hole in One Contest Sponsor - $750
- Company name/logo on signage at contest hole
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Hole Sponsor - $300 per sign
- Company name on double-sided lawn sign
- Listing on event signage
- Listing in NJA post-outing coverage
Attention Garden State automotive service providers: it’s time to speak out! New Jersey Automotive is listening and wants to hear from you – our readers – who are invited once again to take part in our annual New Jersey Automotive industry survey which goes live from October 1 to November 1!
The survey is open to all collision and mechanical repair professionals based in New Jersey. Each year, the survey sets out to pick your brain on the old, the new and yet-to-come challenges that affect your day to day. Collecting this information not only gives you an opportunity to have your voice heard but to learn about what other shops around the state are dealing with when we publish the results in the December 2023 issue. (And remember, your comments remain safely anonymous as New Jersey Automotive will not print respondents’ names.)
Many interesting factors are revealed each December when we publish results. Last year’s survey revealed that shops are choosing to increase the amount of DRP programs they participate in compared to in the past. In 2021, zero percent of those polled said they had more than 10 DRPs, while in 2022 that number jumped to 13 percent. This change could very possibly be attributed to the impact steering has had on repair shops in recent
times. The survey, of course, shows that not every shop owner has the same opinion. Many also commented that they felt strongly DRPs are the problem, not the solution. Although hiring staff continues to be a struggle for shops, last year’s survey results showed us that recruitment was up in 2022 which could be a result of the pandemic becoming farther in the rearview mirror. In 2021, 43 percent of those who responded said they did not hire any new employees, while 32 percent of those polled in 2022 reported that they hired five or more within that year.
One of the biggest things coming down the pike is the strong roll out of electric vehicles (EVs). Last year, 56 percent of shops said they felt they were ready to repair EVs. As more EVs hit the roadways and more training and education on the subject is rolled out, surely it will be interesting to see if that number increases even more this year!
It takes a strong voice to make change. Taking the survey is one step toward helping the industry be better. Your opinion matters…Now, make it count by taking 15 minutes to complete the 2023 Industry Survey. Visit aaspnj.org to take the survey or watch your inbox for more details.
AASP/NJ continues its commitment to providing collision repair professionals with the knowledge and resources needed to advance in this ever-changing industry.
As a follow up to its successful June meeting on laws and regulations, AASP/NJ will host the second part in an ongoing series of discussions on how to improve and succeed in the automotive repair industry with “What’s Next? Repair Planning and Repair Logic” on Wednesday, September 27 at 6:30pm at Indasa USA Training Facility in Fairfield, NJ.
AASP/NJ leaders will be joined by a representative from OEC who will review the many benefits of adopting the repair planning process and how it is proven to be effective in increasing a facility’s average repair order amount.
This is a not-to-miss meeting, especially for those who attended the June meeting on understanding rules and
regulations, according to AASP/ NJ Board member Ken Miller.
“Our last meeting left many shop owners eager to learn what the next steps are toward complying with best practices,” reports Miller. “This will pick up where we left off as we now focus on the first step toward changing our businesses and how to become more profitable.”
AASP/NJ is grateful to its generous sponsors – Indasa USA and OEC – for their participation and support. Cost to attend this meeting is $35 per member shop in good standing and $75 for each non-member attendee. There will be no cost to those who attended the June meeting.
For more information on how to become a member of AASP/NJ, please contact the AASP/NJ Administrative office at (973) 667-6922. For more information on AASP/ NJ, visit aaspnj.org
InJune,AASP/NJpresentedthefirstinaseriesofmeetings ofdiscussionsonhowtoimproveandsucceedinthe automotiverepairindustry.Nowit’stimeto“advancetogo” andmarkyourcalendarforournextmeeting...
Repair Planning and Repair Logic
Wednesday, September 27 6:30pm Indasa USA Training Facility
23 Madison Road, Fairfield, NJ Register now at: bit.ly/AASPNJSeptembermeeting
Cost is $35 per member shop in good standing $75 for non-members
There will be no cost to those who attended the June meeting.
Sponsored by:
• Audi Parts Professionals are your subject matter experts on collision parts, replacement components and mechanical items.
• Many Audi dealers offer technical service support hotline access that can reduce your repair times and help you meet an on-time promised delivery.
• Installing Audi Genuine Parts contributes towards improved cycle time that makes both your customer and their insurance company happier.
Helping
Ciocca Parts Warehouse
8 Minneakoning Road
Flemington, NJ 08822
Toll Free: 800-221-1256
Fax: 908.782.1795
rmuir@cioccadealerships.com
www.cioccaparts.com
Paul Miller Audi 179 Route 46 East
Parsippany, NJ 07054
Toll Free: 800.35.MILLER
Parts Direct: 973.575.7793
Fax: 973.575.5911
www.paulmiller.com
Bell Audi 782 Route 1 Edison, NJ 08817
732.396.9360
Fax: 732.396.9090
DCH Millburn Audi
2211 Millburn Ave
Maplewood, NJ 07040
Toll Free: 800.553.9250
Direct: 973.762.0262
Fax: 973.762.2381
www.dchmillburnaudi.com
www.bellaudi.com
Town Motors Audi
400 South Dean Street
Englewood, NJ 07631
201.227.6506/6536
Fax: 201.541.0314
www.townmotors.com
Jack Daniels Audi of Upper Saddle River
243 Route 17 Upper Saddle River, NJ 07458
201.252.1500
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tbabcock@jackdanielsmotors.com
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Audi Bridgewater 701 Route 202-206 N Bridgewater, NJ 08807
929.600.9156
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parts@audibridgewater.com
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You’ve got the right tools, staff, technology and procedures to give your customers the best repair possible. The missing piece of the puzzle? Genuine Volkswagen Collision Parts. Contact an authorized dealer today and find your perfect fit.
Ciocca Parts Warehouse
8 Minneakoning Road
Flemington, NJ 08822
Toll Free: 800-221-1256
Fax: 908.782.1795
rmuir@cioccadealerships.com
www.cioccaparts.com
Douglas Motors
491 MORRIS AVE. SUMMIT, NJ 07901
PHONE: 908-277-1100
FAX: 908-273-6196
TOLL FREE: 800-672-1172
www.douglasvw.com
email: douglasparts@douglasautonet.com
Paul Miller Volkswagen
118 Morristown Road
Bernardsville, NJ 07924
TOLL FREE: 877-318-6557
LOCAL: 908-766-1600
FAX: 908-766-6171
Email: aaitchison@paulmiller.com
www.paulmillervw.com
Trend Motors
221 Route 46 West Rockaway, NJ 07866 888-267-2821
fax: 973-625-4985
www.trendmotors.com
email: dreinacher@trendmotors.com
Crestmont Volkswagen
730 ROUTE 23 NORTH
POMPTON PLAINS, NJ 07444
TOLL FREE: 800-839-6444
fax: 973-839-8146
www.crestmontvw.com
email: vwparts@crestmont23.com
It may be scary to think about an economic downturn, but as discussed in last month’s New Jersey Automotive (at grecopublishing.com/new-jersey-automotiveaugust-2023), auto body shops often encounter these uncertainties in a different way than other industries, and experts even suggest this industry may be “recessionresistant!” One of the factors that supports this thinking is the average American’s continued reliance on their personal transportation. At the same time, consumers are less apt to take on more debt by making large purchases like new cars. Inflation and increasing interest rates have collaboratively created a situation where buying a new car is incredibly prohibitive: by the end of 2022, new cars were averaging over $48,000 with an average interest rate of 6.5 percent and a $700 monthly payment!
“People worry about going into debt with such high car payments being financed for long periods of time,” explained Maylan Newton (Educational Seminars Institute). “Rising interest rates also causes people to hang onto their cars longer, investing in engine replacements and major repairs to avoid a new car payment. They’re more willing to invest in what they have to avoid the hassle of buying a new car; between surcharges and premiums, some dealerships are charging more than $30,000 above sticker price! The average consumer cannot afford that and would rather repair their current car instead of going into such massive debt for six years with high rates, especially with the way they’re rushing to complete vehicles now. I expect a lot of recalls in the coming years because they aren’t taking the time to build cars correctly. It’s going to be a good couple years for repair shops because of all these reasons.”
“With new car loans averaging 77 months and 14 percent of new car loans over $1,000 per month, this is the easiest time to take advantage of the opportunities that exist in the repair world,” agreed Rick White (180BIZ). “Consumers often resist investing in repairs, but why throw a $60,000 solution at a $4,000 problem? Service advisors can sell the repair by demonstrating the cost for a new car in payments and interest over a seven to eight year note. Help them understand that their vehicle is an investment and that we’re selling the ability to get more miles out of their car. The next 10-12 years will be one of the best times we’ve seen in the auto repair industry in a long time. People will keep their cars and invest in them because they understand that’s a better use of their money. Even a $3,000 repair costs less than six months’ worth of payments!”
Shops may need to spell this out for consumers because “a lot of consumers are not very intelligent about continued on pg. 28
For Original BMW Parts, contact one of these authorized BMW centers:
BMW of Springfield
391-399 Route 22 E. Springfield, NJ 07081
Toll Free: 800-648-0053
Fax: 973-467-2185
bmwofspringfieldnj.com
BMW of Bridgewater
655 Route 202/206
Bridgewater, NJ 08807
PH: 908-287-1800
FAX:908-722-1729
bridgewaterbmw.com
Circle BMW 500 Route 36 Eatontown, NJ 07724
Parts Direct: 732-440-1235
Fax: 732-440-1239
wholesale@circlebmw.com circlebmw.com
Park Ave BMW 530 Huyler Street
South Hackensack, NJ 07606
PH: 201-843-8112
FAX:201-291-2376
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Paul Miller BMW
1515 Route 23 South
Wayne, NJ 07470
PH: 973-696-6060
Fax: 973-696-8274
paulmillerbmw.com
BMW of Bloomfield
425 Bloomfield Avenue
Bloomfield, NJ 07003
Parts Direct: 973-748-8373
psantos@dchusa.com
THEY’RE CALLED “ORIGINAL BMW PARTS” FOR GOOD REASON. FOR UNCOMPROMISING PRECISION AND INCOMPARABLE QUALITY, YOUR BMW CENTER IS YOUR ONE-STOP SHOP FOR EVERYTHING BMW. ©️2023
their cars,” Newton observed. “Our job is to help them understand the value of fixing the vehicle as opposed to replacing it. I use statements like ‘protect your investment’ and encourage them to make sure their car ‘lasts longer than the car payments do.’ Emphasize that neglecting to care for their car means it won’t last the length of time that they finance the car for. We have to change our mindset to focus on the customer’s needs, and that means talking less about the technical side. Instead, we need to explain how we’re protecting their investment and making it last as long as possible.”
James (Torque Financial Group). “Could you market detailing services to help make that old car feel like new again? Or maybe, a conventional collision shop might consider offering some a la carte maintenance and service items to add some line items to their blueprints while creating convenience for their customers. Adding a band of business you’ve never engaged with before, such as glass repair or calibrations, could add an additional stream of revenue and more security.”
Convincing customers to agree to additional maintenance items may be difficult without establishing that repairs are an investment, not an additional cost.
“It truly can be an investment to the consumer, so that’s how shops need to position it,” James insisted. “As a consumer who doesn’t want to spend additional money on a monthly car payment, you’ll have to accept that there will be expenses associated with maintaining that vehicle. From a shop’s perspective, it all comes down to communication, and a qualified customer service representative can effectively have that conversation to explain how maintenance prevents bigger repairs down the road and reduces the overall costs by sustaining the vehicle through some due diligence and a little TLC.”
Consumers’ lack of interest in buying new cars creates different opportunities for collision shops.
“Customers are more apt to fix their car instead of buying new, whether that means filing insurance claims or bringing the car in themselves,” suggested Mike Anderson (Collision Advice). “Shops are likely to see more customer pay vehicles which are usually the most profitable jobs since they mean more labor, less parts and a higher gross profit, plus there’s the added benefit of working directly with the consumer instead of a third-party payer.”
He also pointed out that people tend to focus on collision repairs cyclically. “After income tax season, there’s that time of year when people slow down and start preparing for summer vacations, so it’s likely that they’ll invest in their cars at that point to make sure they’re running properly and that they’re looking their best.”
The current market creates the perfect storm that should encourage shops to re-evaluate their offerings.
“It’s important for any entrepreneur to be nimble and able to pivot and change their strategy,” indicated Rachel
Communicating with customers can make a huge difference for forward-thinking shops, especially those focused on keeping up with advancing technology. “Shops should be holding car care classes to educate people and teach them how to be involved in protecting their investments,” Newton recommended. “It’s amazing how many cars we see without oil in them because people don’t even know how to check their own oil! Attend meetings of the local rotary clubs and chambers of commerce to explain how much technology exists in today’s vehicles.
“Cars aren’t cars any longer,” he continued. “Multiple systems and modules are communicating with each other electronically via airwaves. Most people don’t even know their car is hackable. We need to educate consumers so they stop learning from Google and YouTube. They think it’s easy, and then we make it sound easy by advertising prices or quoting prices over the phone. We need to educate customers and talk about how it takes special knowledge and tools to even know WHAT to fix before it can be fixed.”
White believes that advancing technology is one of the reasons that people are keeping their vehicles longer, but “as technology continues to grow, the do-it-yourself market is going to get smaller and smaller because they can’t keep up with the technology. And although there are early electric vehicle (EV) adopters, a lot of people are resistant to EVs, plus there are still enough bugs in the infrastructure
“No one has all the answers, but I definitely believe there are lots of opportunities for our industry,” Anderson said. “This whole EV revolution provides opportunities and will likely separate some shops in a way that aluminum never did.”
that I think internal combustion engines are going to be around for a while, even after they stop being made. So, while shops need to start investing in future technology to repair tomorrow’s cars, today’s vehicles are already complex and will be around for a long time, offering plenty of opportunities for us all.”
“No one has all the answers, but I definitely believe there are lots of opportunities for our industry,” Anderson said. “This whole EV revolution provides opportunities and will likely separate some shops in a way that aluminum never did. We haven’t even scratched the surface in regard to ADAS and calibrations which will continue to grow, and I suspect more shops will embrace it and bring it in-house. COVID jump-started the utilization of some technology, but we’re not quite where we need to be in terms of researching repair procedures or utilizing software…There may even be a place for 3D printing in our industry’s future! We just need to stay open-minded and willing to accept the opportunities when they come knocking.
“Too often, we kick new software solutions to the curb because they don’t offer 100 percent of what we need, but we all need to learn to crawl before we walk before we run,” he encouraged. “Instead of penalizing them for what they can’t do today, understand that we need traction to advance along even further and consider what that software might be capable of in the future.”
Even after acknowledging all these opportunities, shop owners may still be fearful of economic downturns since they’re also contending with rising operating costs. Yet, cost increases are some of the most common inconveniences that businesses encounter.
“We have increasing costs every year, whether there’s a recession or not,” Newton pointed out. “Shops need to stop being afraid to charge what’s correct. Reevaluate your hourly rate every year – or preferably every quarter – and increase it as needed. Quarterly increases allow you to keep up with inflation, plus it’s easier to raise that number a little at a time instead of a lot all at once. It’s important to do the math and calculate your true cost of doing business, but understand: your hourly rate isn’t as important as your effective labor rate, which is the amount you’re actually charging based on productivity. You need to understand your numbers in order to make money, and we also need to sell value, not repairs. Sell knowledge, not what our hands can do for us. We’re selling peace of mind and safety, not just parts and labor.”
Anderson concurred that shops should be looking at their labor rates more often. “Most people do it yearly, but I recommend evaluating your cost of doing business every
quarter in order to build budgets and pro formas for the upcoming year. Surround yourself with experts like your 20 group peers and other knowledgeable people that can help you better understand what expenses you should be considering and what rates you should be charging. We need to be monitoring our expenses and our overhead, especially as we look at repairing EVs due to the investment we’ll need to make in training and equipment for those vehicles. It’s a good rule of thumb to have at least six months’ of expenses saved in cash reserves; that’s the sign of a healthy business.”
White shared a similar viewpoint. “We should be watching inflation all the time because it averages around three percent each year. It’s the silent killer of profit since people don’t always pay attention, but it’s about buying power. Something that cost $100 in 2019 now costs $117. Prices go up constantly, so shops should be adjusting their rates quarterly or even monthly. Realize that these increases don’t allow you to make more money; they’re simply giving you the same buying power. And when you’re thinking about that, you also need to be giving employees a cost of living increase because if you’re worried about inflation, so are they. As the shop owner, you need to be taking care of them. No matter how hard things get, it won’t last forever. Know that it may be tough, but you can thrive if you keep a positive attitude and work smarter.”
James offered some financial advice for all business owners: “Over the next 12 months, look at your budget and develop a plan. Many look at their checkbook as an indicator of success, but in reality, that’s not the whole picture. Evaluate your P&L for the past year to see what it costs to run your operation. Are there any discretionary expenses that can be eliminated to free up cash flow? If you’re unsure, now is the perfect time to get a better understanding of your monthly financials so you can remove any unnecessary costs and better position yourself for financial success.”
Still, shops must differentiate between necessary and unnecessary costs, especially during economic downturns when fears can make it easier than ever to decide incorrectly which expenses should be cut…and which should be increased.
“Market when you’re busy to stay busy,” Anderson recommended. “We need to market now more than ever before, but don’t overextend yourself. You can’t overspend in your personal life and ask your business to support that. It’s not about what you make; it’s about what you spend.”
continued on pg.
continued from pg. 29
“Struggling shops may not make it through a recession, leaving only stronger shops to survive, and that gives those shops an opportunity to increase their market share,” White noted, citing the example of AirBnB’s decision to decrease marketing during COVID. In contrast, Vrbo increased marketing 10 times, and by the end of the pandemic, AirBnB had lost 15 percent of the market, while Vrbo had picked up 61 percent. “Go big! When it’s really busy, the audience isn’t watching the stage, but during something like the pandemic, people are watching. And if 98 of 100 shops hide to ride out the recession, that leaves two shops trying to get the audience’s attention… and they’re going to get it! This is a great time to record videos to help people get to know and trust you. When no one else is marketing, now’s the time to build credibility. Increase your marketing, grow your market share, and you’re going to do really well.”
“The hardest part of financial planning is the emotional aspect,” James acknowledged. “It’s challenging to navigate because it’s so easy to fall into the fear of scarcity versus abundance, but more pressure equates to better results. Sure, issues occur, but you buff it out or realign it. There’s no perfect day in a collision shop, so you need to
plan for the good times and the bad. Develop options for abundance and a contingency plan for when things get tight. There’s no crystal ball telling us if the next 12 months will be horrible or not, but we can rest assured that some point in the future will hold a difficulty for every business, whether that be economic, market or product driven. Being prepared is key.”
“Most people reading this article aren’t the cheapest shop in town, yet they’re busy,” Newton emphasized. “We worry too much about price due to fear, but we need to stop advertising and quoting prices and start charging a fair amount based on the cost of doing business. Fear causes us to stop marketing when times get tight, but we should continue advertising, just redirecting our focus on service, quality and value. If we convince ourselves that the sky is falling, our employees will believe and perpetuate that; if we tell them it’s slow every day, they’ll slow down and create productivity problems. We need to be optimistic because there’s plenty of opportunity. Charge the correct amount, do the best job you can, constantly build value, and you’ll have a good year!”
The Law Office of Mitchell H. Portnoi, P.C. is excited to announce the launch of their newly redesigned website, as well as two strategic connections to address the varying needs of prospective clients seeking representation in the areas of immigration law and criminal defense.
Alan J. Pollack, Esq. has been practicing immigration law in both New Jersey and New York for over 28 years. He is a recent Past Chair of the Immigration Section of the New Jersey State Bar Association, a past chair of the New Jersey Chapter of the American Immigration Lawyers Association (AILA), and an Adjunct Professor of Immigration Law at Rutgers University Law School in Newark. His well-rounded experience in all areas of immigration law allows him to build a comprehensive strategy for all Immigration cases that he represents.
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DWI defense, representing defendants in the toughest cases and achieving outstanding results. He also handles all types of traffic violations. As a Superior Court criminal defense attorney, he has successfully represented thousands of clients across the state and is highly reviewed by former clients and contemporaries alike.
New clients with either immigration law or criminal defense concerns intertwined with their personal injury or workers’ compensation matters are encouraged to meet with either Mr. Pollack or Mr. Palumbo.
The Law Office of Mitchell H. Portnoi, P.C. is a longtime supporter of AASP/NJ member shops, concentrating its practice on personal injury, workers’ compensation and diminished value matters. They are always happy to provide a free consultation and will charge you no attorney’s fee unless a settlement is recovered. To learn more, visit portnoilaw.com
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Knock, knock. OSHA is at your door, and you may be on the hook for fines that carry a pretty hefty price tag! In the case of one New Jersey shop, that price tag held a whopping $44,000 in fines!
Surely, OSHA is no stranger to the body shop world. The agency is known to make the occasional visit for a random inspection, or perhaps their appearance was triggered by something or someone. Often, it can be a costly visit for the body shop, but collision repairers around
the Garden State are calling this $44,000 price tag a bit too exorbitant for the short-changed auto body world.
According to AASP/NJ Executive Director Charles Bryant, it appears OSHA may be making more visits to shops than they have previously. While it’s not unusual for a shop to face large fines, $44,000 seems a bit extreme.
“If OSHA comes to your shop, they most likely will find something – it can be something as simple as an extension continued on pg. 36
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continued from pg. 34 cord problem,” explained Bryant. “Sometimes, the fines can be pretty high, like say $10,000 or $15,000, but $44,000 is higher than anything I’ve ever heard of before.”
Clearly, this alarmingly high $44,000 fine has given collision repairers a lot to talk about.
It was a topic of conversation during the July Out of Body Podcast, produced by Thomas Greco Publishing (available at bit.ly/OOBE0723). Co-star Edward Day (Collision Restoration; Fairfield) called the fine “ridiculous.”
“I think it’s an overreach on OSHA’s part,” he claimed. “They could have handled that differently. I don’t care if the shop is bringing in $7 to $10 million a year; a $44,000 fine is a lot of their profit. I think the OSHA guy should maybe have sat down with the shop owner and educated them.”
Day believes other factors may be playing a role in fines like this being so extreme.
“I think they are out of money. I think the state is out of money. I think the feds are out of money, and now they are looking for revenue.”
In his 40 years of business, Day said he’s only had OSHA visit his business once – 25 years ago. And he knows it had to be what is known as “a rat call,” meaning a former disgruntled employee called in a complaint to OSHA which elicited the visit.
“OSHA doesn’t randomly walk in unless they receive a phone call or something is just so egregious, like if they were to drive by your shop and see actual hazardous waste piled up at your door. Most of the time, it comes about because someone got pissed off because you fired them, and they called OSHA on you.”
Auto body shops are on OSHA’s high-hazard list as part of what is known as their Emphasis Program, according to American Compliance Safety Compliance Advisor Samuel Sepulveda. “They go after auto body shops because they are the type of business with a high risk of incidents and accidents.”
OSHA will look for everything they can find, even things that may not be visible to the eye, according to Sepulveda. He admitted that it’s very rare to see fines total as much as $44,000, but there are many factors that can play a role in leading to such a high amount.
“We know that OSHA did give some breathing room when they gave the fines to this shop. It could have been $60,000 or even higher. They had the violations [to amount to these fines]. I guess, in their mind, they figured they’d give the shop a bit of a break, but when you have a shop with less than 20 employees and you get a bill for $44,000, that is not a break.”
A fine in such a high amount would not be uncommon for a mid-to-large size operation as fines are based on the number of employees a business has, he explained. It’s also based on the seriousness of the fine. “If they find something that they consider a serious electrical violation, the fine could be $5,000 or $6,000 per violation, and they could find 10 of those violations.”
There are three reasons OSHA will visit a shop, according to Sepulveda, the first being the aforementioned Emphasis Program where they are paying special attention to body shop businesses due to their high risk of incidents. The second is what Day alluded to if someone were to call in a complaint, and the third is if a shop has to call and report an incident because someone became injured or died on the property.
“In the last case, you have eight to 24 hours to report it. That is not a lot of time to fix things, so OSHA is likely to find something when they come in.”
There is a negotiation process where OSHA will likely offer discounts or fines or cut some breaks if the business is willing to fix things within a certain amount of time.
How one handles the visit can also play a big role in the overall outcome.
“If OSHA sees you are not providing information right away, it opens the door for them to think about what else could be wrong with the place,” suggested Sepulveda. “So, they will come back, and they will keep coming back. This was the issue with this particular shop. It seems that there has been a change in personnel in the area, and they are more thorough than others have been in the past, which is resulting in higher and more expensive fines.”
Day’s experience is proof that positive outcomes can
“
“If OSHA sees you are not providing information right away, it opens the door for them to think about what else could be wrong with the place.”
be achieved if one is willing to work with OSHA. He told listeners on the Out of Body podcast that he welcomed his OSHA representative with a friendly joke, stating, “Let me show you all the things I’m doing wrong,” which resulted in a smile and made for an easier experience.
“Watch what you say when they walk in the door,” Day advised. “Shut your mouth and listen to them. If you jump down their throat and tell them there are other shops down the road in much worse shape, you are done. Be pleasant.”
How can a collision repair facility best be ready for a visit? If a shop has the manpower to do so, having someone on staff to manage all safety requirements is key, but most shops can’t afford to keep someone on salary for $70,000 or $80,000 just to keep the facility compliant.
Many body shops have brought in outside consultants to access their operation and help them meet all requirements.
“No shop is perfect,” said Day of his experience. “We had American Compliance come in. They were valuable and easy to get along with. We have our safety sheets; we do our respirator tests. Our guys who had beards shaved
them down to make sure they fit under their masks.”
Bringing in an outside consultant like American Compliance is often a better option, as it likely amounts to only five to 10 percent of the cost it would take to have someone on staff full-time to take care of compliance issues.
“It’s not about avoiding fines 100 percent,” Sepulveda stated. “It’s about reducing them. We can go in and fight those fines. OSHA will give you a discount and perhaps reduce a $10,000 fine down to $5,000 just by knowing you have a safety program in place.”
Bryant agreed it’s a good idea to bring in qualified people to review the shop: “OSHA seems to be visiting shops a lot more frequently. Contact someone to review your shop before you get a visit.”
Sepulveda stressed that he is in the line of work he is in because he truly believes in helping people stay safe.
“We are in this field because we believe in it,” he shared. “We want to help as much as we can, and we want people to be safe out there.”
David Yeager - EL & M Auto (800) 624-2266 / elandmauto@aol.com
Ed Silipena - American II Autos (609) 965-0987 / esilipena@yahoo.com
Norm Vachon - Port Murray Auto (908) 689-3152 / portmurrayauto@yahoo.com
Dillon Rinkens - East Brunswick Auto (732) 254-6501 / ebautonj@comcast.net
President - Rodney Krawczyk
Ace Auto Wreckers (732) 254-9816 / aceautonj@comcast.net
1st Vice President - Daryl Carman
Lentini Auto Salvage (908) 782-4440 / darryl@las-parts.coms
2nd Vice President - Mike Ronayne
Tilghmans Auto Parts (609) 723-7469 / tilghmans@snip.net
Past President - Bob Dirkes
Dirkes Used Auto Parts (609) 625-1718 / dirkesauto@gmail.com
The Automotive Recyclers Association of New Jersey
Recently, we received a number of problems with workers’ compensation annual audits. There are several classifications of insurance that can apply to your operations, such as auto dismantling, scrap dealer, clerical, sales, auto repair and store auto part sales/counterperson. It is very important that you have each employee classified properly and understand the workers’ compensation guidelines. The area that has been the biggest problem is the classification of a counterperson vs clerical person. Technically, if there is no physical separation between the counterperson and a clerical (internet sales, bookkeeper, etc.) person, they will classify the clerical person ($0.17 rate) as a counterperson ($4.29) rate, which is an extremely higher rate.
Proper classification, physical separation and understanding the guidelines are all important items to have prepared prior to your appointment with the insurance company’s auditor. You should contact your insurance agent prior to your audit and review the job duties of each of your employees for proper classification.
If you have any questions, please contact me.
800-221-0003 (ext. 1320) (908) 513-8588 (cell) mdefilippis@whartoninsurance.com
continued from pg. 10
8) The Hot Grill, Clifton
For people in North Jersey, it always seems to come down to the Clifton supremacy of either the Hot Grill or Rutt’s Hut. As you get down this list, you will see where I fall in that discussion. The Hot Grill has good deep fried dogs, but again, like Hiram’s, they are very generic. Maybe the toppings make them taste better, but for me, the plain dogs and fries are average. The best thing about the Hot Grill is that it’s the only hot dog place around that stays open late.
7)
I had forgotten about Hank’s Franks. My good friend Rob Terhune (a Lodi homeboy who swore by the place) took me there back in the ’80s and I hadn’t been back until a few months ago. It’s a little building out on Route 46 east and easy to miss. Their dirty water dogs are very tasty. And their hot onions were surprisingly good. Apparently, they just added fries to their menu. (They were average at best.) Still, if you’re in the area, it’s worth a stop.
Another fried dog place, Jersey Johnny’s is unique in that they offer different sizes of dogs. In this case, size doesn’t matter. The dogs are tasty (in the Hot Grill/ Hiram’s vein) and the fries are generic, but decent. My favorite thing is their endless pickles.
I used to go here once every few months, but they kind of left a bad taste in my mouth last time. I finished up a meeting around 8:30pm and headed up there. Their website said they closed at 10pm but I called ahead to make sure they would be open. Good thing I did because they were closing at 9pm. I told the guy I was 10 minutes away and he said, “No problem.” I got to the
door around 8:50pm and they were piling up the chairs. I walked in and they said they were closed. I told them I just called and they said, “Sorry.” Haven’t been back since. Sorry.
Now we come down to the “Big Three” of Branch Brook Park: JJ’s, Tony’s and Chris’ are all dirty water dog trucks located within a mile of each other.
I have been going to JJ’s for over 50 years. Back in the day, the truck was side by side with another one called Ed’s. They were always fighting each other for customers. I can remember when I was in high school, Ed’s was always my favorite. It was amazing how both trucks were on Bloomfield Ave from 11am until 5am the following morning. And the lines at 2am (after the bars were closed) were 20 to 30 deep, even in the winter. Oh man, the worst thing would be when I was dying for my dogs and it would be 15 degrees out. I’d jump out of the car and get into line hoping not to freeze (or get shot). I’d patiently work my way up to the window when I can’t tell you how many times the person in front of me ordered like 20 dogs! Bastards!
One night on a date (I was a big spender), my girlfriend suggested I try having onions on the hot dog (Ed’s wasn’t there and I always ordered mine plain11 was my record, btw). I must have really liked her because I did. And that was it. My heart now belonged to JJ. I used to go every Friday night. I’d order six dogs with extra onions. And I don’t mean a few extra. I mean, so many onions that the paper bag would actually leak. I used to pull up to the window and Richie (yes, we knew each other’s names) would just say, “I know, I know” as he poured more and more onions on the dog. Needless to say, it was always a challenge to make it home in time.
Unfortunately, post-COVID, JJ’s hasn’t been the same. The onions have lost their kick. But they are the only one of the “Big Three” open till 8pm, so if you’re in the area, definitely try them.
I call Tony’s my healthy heart stop. Only because they are on the way home from my cardiologist’s office. To reward myself after a good visit, I stop there and have a few dogs. Don’t tell my doctor. I really love Tony’s onions. They have a kick that’s hard to beat. Make sure you give them a try unless…
…Chris’ is open. Absolutely no one can match the hot onions at Chris’. If you’re like me and like to cry when you’re eating hot stuff, this is the place. My God, it is truly an experience. Eyes tear, stomach growls, deep breaths between bites. I call that perfection.
When I read all these polls or talk about hot dogs with people, it shocks me to find out how few people know about the Hot Dog House. Located right on Rt. 17 by Steve’s Sizzling Steaks, this tiny place is my absolute favorite for dirty water dogs. Lots of great toppings, but I prefer to eat them plain. That’s how good the dogs are. Plus, no one has better fries. Great atmosphere. A must visit.
It was August 9, 1979. Five friends and I were packed into my Camaro trying to find the Parkway after a Southside Johnny concert at Convention Hall in Asbury Park. And there, out of the misty, murky Atlantic Ocean sea spray, I saw it. A giant Windmill! Had we crossed into the Twilight Zone, into another multiverse that had landed us in Holland? Nah. It was a hot dog joint in Long Branch. We pulled in and found one of the best tasting hot dogs we had ever had. Foot-long and cooked on a flat grill, a well done Windmill dog is second to none. Great fries also. And several Central Jersey locations to choose from. Believe it or not, I take the minimum hour-long ride every Friday night. It’s my reward after a work week. And it is worth every minute. Forty-four years later, I am still loving the incredible hot dogs of the Windmill.
Never trust anyone who doesn’t like a Rutt’s Hut hot dog. ANYONE. Deep fried in oil that gives it its one of a kind taste, there is no other dog on the planet like Rutt’s Hut. Don’t just take my word for it. Rutt’s has been on dozens of “best hot dog in the country” lists for decades.
And it is well earned. From the time my dad used to take us five kids and my mom there in the ’60s until today, Rutt’s is like a family heirloom to be shared with all. I honestly can’t remember a time without Rutt’s. Long may they rule.
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